More insight into the market and more ‘golden’ leads thanks to Market Insight
Altares Dun & Bradstreet's Marketing Insight solutions have increased conversion from 'suspects' to 'prospects' tenfold in the Benelux. And also an enrichment of 60 to 80 percent of the business data of the current worldwide customer base.
The fact that we were going to use a new system and modified processes led to some natural resistance,” That didn’t take long, because it soon became clear that Market Insight, in combination with the new way of working, leads to more ‘golden’ leads: a higher conversion and therefore more customers.”
1. The Challenge
More insight into the international market and its potential.
"We knew that Market Insight could help us to gain more insight into the international market and its potential.”
TNT Express, now part of FedEx, is a provider of global courier and express services for the business market. Every week, they take to the road 55,000 times and to the air 700 times to connect Europe. The company has the largest land and air infrastructure for the delivery of door-to-door express services. Altares Dun & Bradstreet's Marketing Insight solutions have increased conversion from 'suspects' to 'prospects' tenfold in the Benelux. And also an enrichment of 60 to 80 percent of the business data of the current worldwide customer base.
TNT Express has been a customer of Altares Dun & Bradstreet for almost 15 years. Globally, several of its locations purchased their own marketing, sales and risk management services. “We were familiar with the possibilities of Market Insight,” says Liezenberg. “We knew the application, but at that time we were still using the simpler GRS tool. However, it was no longer adequate. To make our way of working smarter and more effective, we decided over a year ago to switch to Market Insight worldwide. We knew that Market Insight could help us to gain more insight into the international market and its potential.”
2 The solution
International implementation
The company’s own systems were linked to Altares Dun & Bradstreet’s database, which has significantly increased the insight into current and new customers and markets worldwide. In addition, TNT Express tightened up its own processes. Since then, the use of Market Insight has been implemented worldwide as an integral part of the marketing and sales procedures. For example, the tool is used to obtain more synergy in data and processes from the offices. The implementation of Market Insight is progressing well and has already been completed in 15 of the 22 operating units. As a result, data analyses obtained from Market Insight can be used in more than 37 countries.
Liezenberg is responsible for the international implementation of Market Insight. “Implementing the tool within the organisation was easy. The Altares Dun & Bradstreet database is accessible worldwide via an online portal. Adapting the TNT IT systems and processes to Market Insight was a somewhat bigger challenge.”
